A Remedy for the Common Cold Call

Gitomer, Jeffrey
March 2001
Business News New Jersey;03/06/2001, Vol. 14 Issue 10, p19
Discusses guidelines in handling cold calls aimed at sales promotion. Avoidance of making cold calls; Understanding of the need to spend time with clients; Utilizing of spare time to go door to door with sales prospects.


Related Articles

  • Add Value To Your Sales Message On Cold Calls. Guiducci, Joan // American Salesman;Apr99, Vol. 44 Issue 4, p6 

    Gives pieces of advice on how to add most value to sales message of a business on the first call to a contact. Importance of organizing the results of the first call; Significance of analyzing what affects budget and schedule; Vision for key players necessary for the company.

  • At last, here's the cure for the common cold call. Gitomer, Jeffrey // Long Island Business News (7/1993 to 5/2009);10/12/2001, Vol. 48 Issue 42, p29A 

    Discusses use of cold calls in sales promotion. Drawbacks of cold calls; Method to deliver cold calls; Merits of cold calls.

  • Reach Cold-Call Success With Some Helpful Do's And Don'ts.  // Sales Leader;1/29/2007, Vol. 12 Issue 24, p1 

    This article presents information on the things that should be done and the things that should not be done in cold calling. It suggests tips on how to erase the feeling of intimidation in cold calling. It explains that shifting your perspective on cold calling will remove some of the pressure...

  • Thirteen powerful ways to make more sales. Graham, John R. // American Salesman;Jul96, Vol. 41 Issue 7, p6 

    Reports on effective ways that give selling advantage. Includes accessibility; Improvement of the sales cycle management; Sales personnel as an asset to the customer.

  • Turning Cold Calls Into Customers. Slaunwhite, Steve // American Salesman;Jun99, Vol. 44 Issue 6, p21 

    Discusses sales and marketing strategies for sales professionals. Guidelines to follow for a successful client call; How to handle polite rejections; Importance of making an effective cold call.

  • You've got questions? and Jeffrey has answers. Gitomer, Jeffrey // Inside Tucson Business;5/26/2008, Vol. 17 Issue 51, p15 

    The article presents issues related to sales management. It states that staff should be bilingual to be able to relate to people who speak other languages. The author reasoned out that he continued to harp on the worthlessness of cold calling because of the lowest percentage return of all sales...

  • Six keys to polish your pre-call preparation and boost confidence.  // Sales Insider;3/11/2009, Vol. 3 Issue 58, p4 

    The article offers six elements that need to be considered by sales professionals when preparing for a sales call. These include researching about the company, knowing the names of the contact persons, rehearsing the presentation, preparing the necessary documents the night before the actual...

  • SELL SOME LIKE IT HOT. Farber, Barry // Entrepreneur;Dec2007 2008 Hot List, Vol. 35 Issue 12, p100 

    The article enumerates implicative secrets for telephone selling. The primary advice were through showing up, which means attending into seminars or trade shows and marking important factors for business development. This followed by building follow ups and follow through with previous and...

  • Qualifying Calls. Chase, Landy // Sales & Service Excellence Essentials;Nov2009, Vol. 9 Issue 10, p4 

    The article presents a process for qualifying a call from a potential new client. The author notes that when handling an inquiry from the potential new client, it is necessary to determine if the caller has a desire, authority, money and deadline or dubbed as the DAMD good lead. Eight simple...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics